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Responsibilities
Execute on a sales strategy to meet/exceed team revenue targets, employee goal setting, performance management and career planning and development;
Establish and report on metrics to measure performance of the renewals team; correct deficiencies where necessary;
Ensure that the sales plan is aligned with and supports the corporate revenue goals;
Ensure Veeam Core Values are being carried out by all employees on the team;
Manage a team of renewal representatives and ensure that that the team meets their KPI’s such as Quota/Target Attainment, MBO's and activity levels
Ensure the team is adequately staffed at any given point in time to accommodate the work load on all assigned territories;
Work with internal training team/Renewals Specialist to ensure proper onboarding and training for all employees on the team (assessment on the process and knowledge possessed by the new hires);
Monitor/shadow and coach new hires on ways to improve - provide adequate feedback whenever necessary;
Coordinate sales activities, develop and mentor staff to drive performance and career development;
Should act as a “go-to” person for the team for any kind of operational and work related issues that they might encounter during the course of their employment;
Ensure the team is up-to-date with new changes in the process/tools by providing clear cut instructions/information to the team through regular meetings;
Conduct regular one to one with staff members to provide them constructive feedback on their performance;
Implementing new initiatives and making sure all staff understand them and abide by them;
Be the source of motivation and role-model to the team;
Recognize and celebrate team and team member accomplishments and exceptional performance;
Facilitate problem solving and collaboration;
Intervene when necessary to aid the group in resolving issues;
Encourage and appreciate feedback from the team members that’s focused on any kind of improvement;
Keep direct and upper management updated with any challenges/issues affecting the work and support this with facts and figures;
Conduct regular pipe-line reviews and provide an accurate forecast against the quarterly sales quota;
Making sure the team is updating\ maintaining the Veeam CRM system (Salesforce.com);
Participate in management meetings and take responsibility for renewal sales improvement initiatives and other assigned action items;
Maintaining and promoting a successful and positive work environment;
The obligation to fulfill professional goals and targets based on the performance indicators at the individual, department, company;
The obligation to report and register on time, complete and correct data required on applications and tools / applications specific internal systems;
Any other service tasks and responsibilities assigned by the Renewals director.
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Qualifications
Bachelor’s Degree required (a combination of education and experience will be considered)
Fluency in German and English
Previous experience - Business-to-business (B2B) sales experience of high-tech products/services is preferred
Good knowledge of virtualization industry and the ability to relay information to potential customers
Proficiency in MSOffice based automation tools (Excel, Outlook, etc)
Excellent verbal and written communications skills
Knowledge of Salesforce.com
IT knowledge - Strong interest and passion for technology innovation and the industry
Self-education on renewals and sales matters
Ability to work well with all levels of the organization in a matrix style organization
Good coaching and mentoring skills
Able to speak to both decision-makers and junior staff in a tactful and sensitive manner
Capacity for innovative thinking and problem-solving;
Capacity to self-improve
Ability to meet deadlines
Capacity to understand clients’ needs and excellent negotiation skills
Stress resistance and a sense of initiative
